JOB SUMMARY
Responsible to oversee the daily operations of Field teams, to ensure we deliver results based on our clients’ expectation as well as ensuring all trade activation, promotional setup, merchandising efforts is upkeep to the highest standard.
MINIMUM QUALIFICATIONS
- Diploma in any related discipline
MINIMUM EXPERIENCE
- At least 4 years’ work experience in a similar role
KNOWLEDGE, SKILLS & ABILITIES
- Highly self-motivated and result-driven individual
- Possesses strong knowledge on the FMCG industry, field sales and marketing
- Ability to work and deliver under pressure
- Preferably from in-store field execution background
- Demonstrates maturity and independence
- Demonstrates diligence, initiative and pro-activeness
- Problem solving capabilities
- Collaborative team player
- Ability to communicate and negotiate well with different stakeholders
- Customer and service orientation
- Ability to work with diverse cultures and multiple levels
- Good interpersonal skills
- Proficiency in office productivity tools (e.g. Excel, Word and PowerPoint)
- Fluent in English (written and spoken), dialect will be a plus
KEY RESPONSIBILITY AREAS & DELIVERABLES
General
- Build up incremental purchasing volume from stores and finding more sales opportunities
- Work closely with the Manager, Field Sales and Retail Execution to develop an effective team structure, processes and operational framework to support the implementation of our clients’ strategic and joint business development plans
- Following up on daily SMART reports including OSA reports, promotion compliance reports on operational issues and delivery non-fulfilment with client sales team
- Manpower deployment which includes coverage for Field Marketer (FM)’s leave, promotion completion within stipulated period, resource management for store-related activities and stock take/opening/closing/floor display set-ups and tear down by FM
- Monthly KPI Audit on FM’s performance for incentive payout
- Monthly review of FM’s itinerary
- Communicate and ensure understanding of promotional activities and objectives by field team
- Check availability of point of sale materials in stores. Ensure promotional activities have been implemented and maintained
- Check to ensure generic, store-specific planograms and category flows are implemented/maintained
- Ensure product grouping, planogram compliance and distribution in stores
- Ensure prompt promotion and secondary display execution
- Check shelf-health is implemented and maintained. Provide feedback to clients on slow/fast sellers and recommend appropriate actions to achieve sales targets
- Ensure proper management of stock in stock rooms
- Ensure forward share is equal with market share. Provide regular feedback to clients on forward share changes
- Compile trade contact reports
- Collect and give feedback using available feedback platforms usage (e.g. SMART, etc.)
- Gather reports/insights on competitor's activities, promotions, rotation of stock, product recalls, pricing, planograms and new innovations
- Relationship building with store managers and department managers
- Provide feedback on store operational issues to client
- Weekly pre-FM meeting with client sales team
- Daily operation update with client sales team and follow up closely on feedback of FMs from client sales team
- Periodic Trade Visits together with client sales team
- Preparations of stores to ensure perfect in-store execution standards for client trade visit
- Attend review meetings with clients, if requested
Achievement of Operational Objectives
- Regularly analyse relevant data to ensure milestones are met
- Create plans to address identified areas and meet objectives
- Gather feedback from team and suggest short term tactical plans to enhance performance
- Identify, develop, implement and manage systems and processes to ensure delivery of objective
- Profitability, Sustainability and Financial Targets
- Compile divisional forecasts and budgets and present to Finance for sign off
- Managing operating departmental budgets and costs
- Financial budget responsibility with accountability for net sales/EBIT/headcount responsibility
- Ensure salary and incentive are paid on time for the team
- Lead and drive field team KPIs, annual evaluation, salary adjustment including manage all leadership assignments
- Collaborate with Finance team to ensure invoicing and bill collection process are working properly
- Oversee and drive target analysis, corrective action plans and provide feedback to clients/customers accordingly
- Business metrics relevant to achieving the essential accountabilities herein
Implement, monitor and manage budget/business metrics
- Identify and investigate exceptions, ensuring resolutions
- Ensure sustainability and growth of profitability
- Ensure cost containment and maximise income and available resources
- Communicate budget to divisional managers and sales team
- Support manager in managing day-to-day operating expenditure against operating budgets to ensure efficient usage of resources
- Business metrics relevant to achieving the essential accountabilities herein
Leadership
- Provide direction, and practical leadership to teams in order to create environments that foster and encourage the growth and development of individuals without neglecting the timely delivery of operational objectives and providing excellent client services
- Through effective motivational and practical leadership, facilitate the creation of accountable, field teams who understand and strive to meet the needs of all client, customer and Group objectives
- Be a role-model of the Smollan Values & Culture
- Guide team to ensure operational excellence
- Build good relationships with store personnel, provide good service levels and gain store support for sales orders, free ad-hoc displays and promotion initiatives
- Provide support to FMs to achieve operational excellence in stores
- Provide coaching of Merchandiser/FM in areas such as product grouping, selling and negotiation skills, retail merchandising techniques
- Provide coaching Merchandiser/FM in areas such basic leadership skills and basic coaching skills
- Support diversity and an inclusive culture, where people feel safe and empowered.
- Develop team members for high accountability; and encourage a high-performing and inclusive organisation
- Communicate, and oversee delivery of function goals to drive execution against goals set
- Drive self-learning and improvement in functional area as part of continuous learning
